Procurement: The real value is in the post-contracting activities

In this excellent article from DILF “Procurement at a Crossroads – Disrupt or be Disrupted’, Soren Vammen, CEO of DILF and Lars Bjerregaard Mikkelsen, Professor at Aarhus University, make the case for procurement to become, not ‘strategic’, but actually and genuinely relevant to their organisations. They suggest CPOs focus on
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Selling to the Professional Buyer: The Issue of Supplier Choice

In my work of delivering key account management and negotiation programmes, where the focus is on Sales success through the development of close, dependent relationships with customers, the subject of professional procurement frequently arises. Because of my procurement background, I’m often quizzed about how modern-day category managers think, and what
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SRM: Five Leadership Challenges (Part 1)

This new series on ‘the necessary and sufficient components of successful SRM deployment’ (published initially on the excellent Spend Matters website, and now replicated here) now focuses on ‘Leadership’. It’s one thing to read the research, the chapters on SRM in one of the many volumes on procurement practice, or indeed follow commentators
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Successful SRM: An Introduction

This is a new series on ‘the necessary and sufficient components of successful SRM deployment’ (published initially on the excellent Spend Matters website, and now replicated here). This introductory piece covers some familiar territory, but it’s my intention to go deeper into each of these ‘components’ and provide practical guidance
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Sales – We need to talk about Procurement

What’s happening to the Sales profession when it comes to its engagement with professional ‘Procurement’ at the customer? I honestly thought Sales professionals would all be used to dealing with Procurement by now, positively reveling in the challenge to articulate the value of their offerings to forensic, value-hungry buyers. Any
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Sales: Build a Better Relationship with Procurement

You’re in a sales role? You meet with professional buyers on a fairly routine basis? You think you understand them, and their interests…. really understand them? Well, let’s take a few minutes to think about that. Salespeople rightly take pride in their ability to build new relationships, deepen existing ones,
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